Sales techniques that work as hard as you do
Whether you run your own business or work for a company in a sales-related role, you’re always looking for sales techniques that work. I’ve developed and learned many over the years from readers providing great advice.
One person advised me to ask yes and yes questions. He worked for Hyatt and asked himself, “What else can I do for Hyatt?” Then it hit him – “Increase the average check price.”
He said: “Restaurants are always looking to grow the average amount of money their diners spend. Usually, they do this by pushing wine and other alcoholic beverages, and dessert. But those weren’t options for a place that served so much breakfast. I was going to have to be more creative.
“The impressive fresh-squeezed orange juice maker we had … gave me an idea. I had just learned about the “Yes or Yes” theory at a sales seminar. I put a big display of oranges outside the entrance to the restaurant, and while guests were lined up to get in, I had a waitress ask each customer if they would like coffee or juice. Little room for a “no” in that question.
“As it happened, most people said, ‘Both.’ Pretty soon, the coffee or juice proposition became standard operating practice at all Hyatt coffee shops – along with the welcoming display of fresh oranges. Never ask a person a Yes or No question when it could be Yes or Yes instead.”
My good friend Brandon Steiner, founder and owner of one of the largest memorabilia dealers in the country, Steiner Sports, has another good suggestion. And I might add, one that I’ve used quite often.
Say you’re having a tough time getting a meeting with someone – a potential client, investor or mentor. You try everything: persistent calls, emails, tweets, carrier pigeon. But nothing works.
This happened to Brandon a couple years ago when he was trying to get a meeting with a bigwig at a bank in Midtown Manhattan. He figured since his target was a New Yorker, he might be a Yankees fan, so he called Mr. Big’s assistant. Before she could pass him to voicemail for the umpteenth time, Brandon learned he was a huge admirer of Yankees reliever Mariano Rivera. With that news, Brandon saw the light.<span …read more
Source: Harvey Mackay